Friday, July 20, 2012

How Is Sales Management Different From Just Plain Sales?

There's no doubt about it, sales management requires a different
skill set from traditional sales jobs. But what are some of those skills?

1. The ability to forecast and measure results

One of the differences between sales management and just plain
sales is the need to forecast. Sales forecasting means looking ahead, i.e.,
determining:

- how much to spend (on what? in which regions?)
- how many salespeople to hire
- how much product to have on hand
- how many new customers will buy the product or service
- how many repeat customers will buy the product or service

Sales training teaches teams how to prepare macro forecasts, for
the market at large, and micro forecasts, for specific units.

In addition to forecasting, teams must also be able to measure
with accuracy the success of their forecasting efforts. How valid were their
forecasts? Evaluation metrics is a key concept in this type of training.

2. The ability to coach

Often, people who are attracted to sales thrive in a competitive
environment. It takes ambition to bring a sales strategy to fruition. But
management teams must be able to see beyond their own ambition, to help the team
members under their watch realize their own ambitions. Sales management
training must prepare managers to coach their teams. They must make their teams
feel accountable, to assume responsibility for the success of the organization.

Sales management trainingmust prepare managers to provide coaching,
but also to help them build a team that is open to coaching. A strong sales
team is one in which mentorship can thrive.

3. The ability to motivate

Sales teams must always encourage their teams to do their best.
This may involve organizing friendly competitions between salespeople or
linking bonus pay to performance.

4. The ability to be present

Sales management teams must make time for their staff: they must
be there to listen, to advise and to redirect. Managers must routinely schedule
in time to review progress, both their own and that of their team.

5. The ability to implement and follow process

Sales management training must equip managers with the skills to
implement efficient and effective structures. When should paperwork be done?
When will prospecting calls be made? What days will be reserved for sales
appointments? For team meetings? How often will salespeople file reports? They
must elaborate a sales strategy that: